Alliance Management Consulting and Training, Partnering Frameworks and Tools, Collaborative Leadership

Where’s the Value? Upcoming ASAP Netcast Explores the Value in Biopharmaceutical Alliance Management
4. News and Events / July 17th, 2021
Where's the Value ASAP Netcast
Join Jan Twombly, CSAP, President of The Rhythm of Business as she leads this provocative discussion on July 29, 2021 with two dynamic alliance management leaders, Nancy Griffin, Vice President of Alliance Management at Dicerna Pharmaceuticals and Katherine Kendrick, CSAP, Head of Alliance Management at Jazz Pharmaceuticals.

Biopharma alliance professionals are perennially challenged to explain the holistic and strategic work they do to prevent the inherent inefficiencies in alliances from overtaking intended value. The discussion will offer insights into how to present the story of alliance management in a way that connects to the needs of senior executives.

We will also explore how these alliance leaders are structuring their teams and shaping jobs to better safeguard their company’s interests and further the goals of their individual alliances and the company’s overall portfolio.

As the profession evolves to take on a more strategic role, what to measure and how to communicate must evolve, too. We’ll look at how our alliance leaders are doing just that—and importantly weaving in storytelling to help the organization but its trust in the value of alliance management to grow its partnering capability and maximize the value of its alliance portfolio.

This Netcast is free for ASAP members. If you aren’t a member, contact us for a discount code.
The Demand for Alliance Management Grows—and Paradoxically It Must Prove Its Value
4. News and Events / October 12th, 2020
The Rhythm of Business’ presentation at the 2020 Strategic Alliance Management Congress offers a path to focusing on value key stakeholders recognize while meeting growing demand.

As biopharma companies evolve their business models in response to economic pressures, changing patient expectations, and new technologies that are powering everything from drug discovery to the sales process, alliances and partnerships multiply. The demand for managing alliances grows, yet in a pandemic environment, uncertainty is constraining resources and budgets making it an imperative to prove the value of the alliance management function.

On October 27, Jan Twombly, president of The Rhythm of Business and an ASAP Board of Directors member, will present her company’s prescription for maximizing the ability of alliance managers to deliver value to their organizations. She will discuss three influencing f...
Shine a Spotlight on Your Alliance Portfolio
1. Partnering Guide / September 2nd, 2020
This is the third in a series of posts from allianceboard, a next generation alliance management platform and The Rhythm of Business on why the time has come to digitize your practice to drive value for stakeholders, your partners, and you.

Seeing the Big Picture

Not long ago, an executive newly appointed to lead the alliance management function for his company—but who had no alliance management experience—asked us, “How do I see what is going on across all of our alliances? I am used to starting my day looking at a dashboard that lets me know what needs my attention.” We had to explain to him that currently, within his company, he would have to manually aggregate individual alliance managers’ monthly reports to get an overall picture. But that need not be the case. 
 
As we’ve been describing in this series of posts, external events coupled with the growth in the number and types of alliances and other collaborations are shining a spotlight on the need to digitize certain aspects of alliance management workflow and administration. If our newly appointed alliance executive had in place a digital alliance management platform, he would have had the ability to aggregate all the alliances in his portfolio—or any relevant subset thereof—into a single dashboard and understand them in relation to one another. It would also help him better appreciate the work of his allian...
Digitizing Alliance Management for Agility and Efficiency
1. Partnering Guide / July 15th, 2020
This is the second in a series of posts from allianceboard, a next generation alliance management platform and The Rhythm of Business on why the time has come to digitize your practice to drive value for stakeholders, your partners, and you. Louis Rinfret, PhD, founder and CEO of allianceboard contributed this post. Access the first post in this series Digitize Your Alliance Management Practice to Provide Visibility, Promote Agility, and Create Value
 


How do you ensure your alliance team is agile and efficient while managing a growing portfolio?  As companies race to innovate and grow, heads of alliance management functions must plan how to support the increasing demands on their teams.

Working harder with current systems and processes is not sustainable in most situations.  Leaders must then think strategically and envision how they...
Reimagining Alliance Management for the Next Normal: ASAP Summit Virtual Executive Roundtable
4. News and Events / July 1st, 2020

Summary from exclusive ASAP Global Alliance Summit executive virtual roundtable. Download the discussion slides

“We are all operating in a new norm and we need to evolve with it.” So stated one of the alliance executives The Rhythm of Business invited to a virtual roundtable discussion during the 2020 ASAP Global Alliance Summit on reimagining alliance management for the next normal. We approached the topic from two angles:
 
  • The impact of COVID-19 on a people-intensive business that depends on good relationships
  • The increased demand for alliance management services as companies’ alliance portfolios continued to grow in size, complexity, and new types of digital and service alliances, even before the pandemic
The silver lining of needing to find a next normal is that it gives license to fix what is broken, it forces us to become more resourceful and agile, and focuses us on what...
Digitize Your Alliance Management Practice to Provide Visibility, Promote Agility, and Create Value
1. Partnering Guide / June 30th, 2020
This is the first in a series of posts from allianceboard, a next generation alliance management platform and The Rhythm of Business on why the time has come to digitize your practice to drive value for stakeholders, your partners, and you.

The Time to Digitize is Now

We’re Zooming and Hanging Out every day. Going-to-Meeting, Teaming, and Webexing from morning until night. These conferencing apps are familiar tools to alliance managers; it is just that our reliance on them has grown as we manage alliances from a distance. As helpful as they are when meeting virtually, approximating face-to-face meetings except for the essential relationship-building step of breaking bread and raising a glass, they facilitate only a portion of alliance management activity that provides the services stakeholders value. The demands of remote work lay bare the need to accelerate an essential component of applying agile principles to alliance management—digitizing certain aspects of alliance management workflow and admin...
On the Agenda at the ASAP Global Alliance Summit
4. News and Events / June 21st, 2020
The Summit may be virtual this year, but The Rhythm of Business is very much engaged. We are proud to be long-time members, sponsors, and contributors to the ASAP community and to participate in this first virtual Global Alliance Summit.

 - We’re presenting On Demand Session 502, The Alliance Management Mashup: Bridging the Digital Divide
 - Jan Twombly is moderating live stream Session 207 Biopharma Commercial Alliance Management Challenges on Thursday, June 25 at 11:15 am EDT
 - We are also hosting an exclusive virtual executive roundtable on Reimaging Alliance Management for the Next Normal on Thursday, June 25 from 9:00 – 10:00am E...
Bridging the Gap to the Next Normal
1. Partnering Guide / May 9th, 2020
As we try to find our way to the next normal for the economy and our lives, a tremendous leadership challenge presents itself to alliance professionals: How to reimagine the people-centric business of partnering when team members’ personal lives are disrupted or worse, remote work is the norm, there is great economic uncertainty, and intense pressure on resources? Add to this the fact that cross-industry, multi-partner as well as public-private collaboration is required to innovate our way out of this crisis. The number of partnerships for tests, vaccines, treatments, and medical equipment is exploding, as this graphic from CB Insights (Figure1) depicts. How can alliance management expertise be applied to this speed, scale, and scope of partnering so that time and money is not squandered by the inherent inefficiencies in partnering?

Even bef...
Upcoming ASAP Netcast Event: Reimagining Alliance Management as an Agile Capability
4. News and Events / May 9th, 2020
Session Description
Before COVID-19 biopharmaceutical alliance managers were dealing with an increased demand for their services as companies’ traditional alliance portfolios continued to grow in size and complexity. With COVID-19 and virtual work, an additional burden has been added, but a new urgency to rethink how alliance management is done presents itself. Add to that all the new types of service, data, and digital partnerships being stood up and it is clear the time has come to reimagine how alliance management practices are implemented and the capability organized and resourced to meet growing demand.

The need to become more agile, iterative, and focused on what truly matters is great.

Agile principles have been applied to businesses as varied as Haier, a white goods manufacturer, and global healthcare companies such as F. Hoffmann-LaRoche with impressive results. This webinar introduces a practical approach to applying agile methods to the practice of alliance management and the structure of a function or team. Participants will learn:
  • How to build a stable backbone to enable rapid decision making and a focus on work that creates value
  • An agile approach to staffing the management of alliances that better utilizes available resources
  • How to use specialist roles to drive innovation
  • How to create service level agreements to ensure services provided are those that deliver the greatest value to stakeholders
  • The benefits of digitizing workflow and administration to deliver consistently superior work product—and build good alliance hygiene among stakeholders
Watch the webinar
Download our whitepaper Demand for Alliance Management Has Changed. Are You Ready?  for more on this topic.
 
Demand for Alliance Management Has Changed: Are You Ready?
2. Thought Leadership / March 15th, 2020
Download the pdf

View our ASAP Netcast  on the topic.

When the head of a biopharmaceutical alliance management team told us he had to give his people “permission to ignore certain partners,” and another leader said he’d love to get into digital health partnerships, but didn’t have the resources, we knew the demand for alliance management had reached a tipping point. It is time to modernize how alliance management practices are implemented and the capability organized and resourced to meet growing demand.
 
Many companies across industries have taken a page from the discipline of agile software development to rethink how they go about their work. The outcomes are impressive in terms of value delivered to customers and the resulting benefits to the company and employees. We’ve always applied core tenants of agile to our work with alliance professionals, so over the past year we’ve been digging deeper and rethinking how to adapt agile principles to the work of alliance management.

The pdf linked to at the top contains two posts from The Partnering Guide blog presenting our perspective on the challenge facing alliance managers and an approach to applying agile to the alliance portfolio, services, and organization. We hope you find these posts helpful and welcome the opportunity to work with you to be ready to handle the increased demand for alliance management.
 
Reimagining Alliance Management as an Agile Capability--Part Four of Four
1. Partnering Guide / March 12th, 2020
This is Part Four of a Four Part post on adapting and applying certain principles of agile management as a means of meeting the increased demand for alliance management services as the scale, scope, and complexity of biopharmaceutical asset, service, digital, and data alliances and partnerships grows.

Download a pdf of all four parts of “Reimagining Alliance Management as an Agile Capability” plus “What to Do When it Gets ‘Just Too Hard.’”  

Read Part OnePart Two, or Part Three of "Reimagining Alliance Management as an Agile Capability"
 
Practice Component 3:  Adapting the Alliance Management Organization

Typically, the resourcing model has been that each alliance has one alliance manager and that each individual has responsibility for multiple alliances. Certainly, there are exceptions for very large and complex alliances, and in advanced companies that have recognized the need for new ways of working, but by and large the traditional model remains entrenched. This means that alliance management functions, groups, or teams do not operate as teams; they operate as collections of individual contributors. Agility depends on purpose driv...
What to Do When It Gets “Just Too Hard”
1. Partnering Guide / January 2nd, 2020
A very successful entrepreneur once told us she knew it was time to iterate her assumptions and change her business when the current way she was doing something was “just too hard.” Ever since that conversation, we watch for this signal. Alliance management within biopharmaceutical firms is showing many signs of hitting the tipping point where it is just too hard to continue implementing alliance management practices as is typically done. One of the key issues raised during our 2018 research project with more than 30 biopharmaceutical companies both large and small was the challenge of an ever-increasing workload—both a growing portfolio to manage and the increasing technical complexity of the alliances making up the portfolio.[1]

Lat...
Coping Strategies for Overstretched Biopharma Alliance Executives
1. Partnering Guide / September 15th, 2018
It has been said by more than one executive that having too much work for her team to manage is a “high-class problem to have.”  If you buy that thinking, biopharma alliance executives have a very high-class problem to cope with!

The Rhythm of Business has interviewed over 30 alliance executives from a wide-range of biopharma, biotech, and animal health companies to understand and report on the current state of practice. Our core finding is that alliance management is here to stay in biopharma. It is viewed as a strategic capability, essential to the organization, with increasing C-Suite visibility and support.

What we’ve also learned is that alliance management teams are dealing with growing portfolios of alliances to manage along with greater technical components to their alliances. Some 86 percent of interviewees report growin...
Measuring and Managing the Alliance Portfolio
2. Thought Leadership / March 26th, 2012

download pdf
Author: Jan Twombly

Measuring across the portfolio provides a consistent basis to compare like alliances so that the portfolio may be managed. Managing across a portfolio allows leadership to ensure that its alliance partners, in totality, are providing the desired strategic and...

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